Sell Value Instead of Price: 14 Actionable Steps for Insurance Agents

8/8/2016

In this episode of Insurance Marketing with John Carroll I discuss 14 actionable ways to adjust your sales conversations to sell value instead of price.

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Listen to this episode to find out:

The simple question that forces prospects to explain to you (and to themselves) why they usually buy on value instead of price.
The question that forces prospects to think about the value of having good claims experiences.

The discreet way to get prospects thinking ahead about the value of working with a local agent after the sale.
How educating clients and prospects brings your value to the forefront of the conversation.
How to make the client understand you’re an expert about saving them money.
Ways to bring your experience into the conversation in a way that emphasizes it’s value.
How to show clients a key value difference between buying from a local agent and a call center
How to discuss the value of your experience even when you have none.
Why you need to explain that having an agent helps you save money.
How to bring up the value of your own licenses and continuing education.
The follow-up question to ask during claim experience conversations that drives home your value.
How to get your client’s thinking about the potential costs of NOT buying from you.
How to identify the most important benefits to every individual prospect.
Why discussing every feature and benefit of a policy is a mistake and how to avoid it.
How making it easy for clients to get discounts brings value to the table.

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Resources mentioned in this podcast include:

Article about how to talk about discounts more.
Read the 14 Actionabl Tips for Selling Value Over Price Here

If you find this info helpful and would like to say thanks, click here to leave a 5 star review on iTunes. Every 5 star review makes me stand up on my desk and do the chuffle shuffle!

Thanks for joining me,
John

4 Comments

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7/3/2023 09:27:49 am

I find this post so helpful. These are so useful to insurance agents.

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10/18/2023 07:49:27 pm

This blog post on InsuranceSplash by John Carroll delves into a crucial aspect of the insurance industry - selling value over price. In a world where many customers tend to focus solely on the cost of insurance, John Carroll provides insurance agents with 14 actionable steps to shift the conversation towards emphasizing the value their services bring. One standout idea discussed is the use of a simple question to make prospects ponder why they buy based on value rather than price. By incorporating these strategies into their sales approach, insurance agents can not only enhance their clients' understanding of the value they provide but also distinguish themselves from competitors.

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10/19/2023 06:01:27 pm

I thoroughly enjoyed reading this blog post on InsuranceSplash. John Carroll's tips on selling value instead of price are not only practical but also thought-provoking. The emphasis on educating clients and prospects and demonstrating expertise is a game-changer in the insurance business. What struck me the most is his advice on discussing the value of working with a local agent versus a call center. This distinction can make a significant impact on clients' decisions. Overall, this post provides valuable insights for insurance agents aiming to refine their sales conversations and stand out in a competitive market.

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10/25/2023 06:47:52 pm

Absolutely, I couldn't agree more with the concept of selling value instead of price in the insurance industry. As an insurance agent myself, I've found that when we focus on the value our policies provide, we not only build trust with our clients but also ensure their long-term satisfaction.

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